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Sales Process Description

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Sales Process Description

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Uploaded by

Glen Mark
Copyright
© © All Rights Reserved
Available Formats
Download as PDF, TXT or read online on Scribd
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Process Description :- Sales/Marketing

The following document scripted the existing modus operandi of the Sales Team. It
encompasses the details from the point of Data Generation to the Client closure. There are a
set of stages through which the sale of the product/services is generated.

In this document, the Process Description of the Sales Team has been segregated into 2 parts,
each represented by a Flow Diagram followed by a brief explanation, for the sake of simplicity.

Figure(1)

1. Data Generation:- A Sales Representative looks for the prospective companies that can
be targeted for the product/service in which AgNEXT is working. Data is usually
extracted from the directories available online. Sometimes, the Research Team sends
the data to the Sales Team for pitching, but it is mostly generic. This type of datas
usually originates from the government bodies such as APEDA, India Spices Board etc.
2. InBound Enquiries/Referral Enquiries:- Digital Team employs appropriate digital tools
to generate leads for the Sales Team. These leads are passed on to the Sales Head
who accordingly distributes these leads amongst the Team Members. Some of these
leads are not genuine and can be described as either Speculative, or Absurd. Since,
these leads are inbound in nature, so there is always a high probability of it getting
converted into Sale.

3. Cold Calling/Emailing:- Once the data is received, the Team starts working on it and
pitches the solutions by Cold Calling. Prior Calling, Background of the company is
thoroughly inspected by visiting the website and reading recent articles on it via Internet.
Thereafter, Data is logged in the Bigin, a CRM Software used for streamlining the Sales
Process. Critical Information such as Email ID, Contact Number of POC is stored against
the name of the Company. To avoid conflict, Bigin instantly yields “Duplicate Data''
warning that shows that POC, or the company, had earlier been contacted by some
other member of the Team. To get the gist about the earlier communication, Sales Rep
can visit the “Notes' ' Segment, that will enlighten him about the previous conversation.

If “Duplicate Data '' doesn't show up, the Company along with the contact will be created
and the Sales Rep will call him using Bigin. Based on the response, Duration of the call
will be stored and POC will write the Description note of what happened during the call in
the “Call Description” section.

4. Regret:- An Enquiry is tagged as “Regret” in the Bigin after the POC shows no interest
in continuing the talk. No - response after followup(Mail) from the Prospect will be
considered as “Cold'' Status.

5. Proposal Submission:- Based on the Presentation/Physical Meeting, Proposal,


consisting of Technical and Commercial Specifications will be sent to the Client as per
his/her requirement.
Figure(2)

Based on the Presentation and Proposal Submission, There can be 2 scenarios either Client
wants to have Deployment.

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